Good
Morning Name Droppers,
A
customer will move through three stages of the selling process –
Character/Trust, Emotion, and Logic. People have to like and trust us, then they allow
us to guide them to emotions that eventually combine with logic. Emotion
distorts reality. If we don't spend sufficient time in steps 1, 2, & 3, we
are disrespecting our customers. I have been receiving too many drop calls
lately saying, "I'm here in Denver" or "I'm here with my
customer." This tells me we aren't spending enough time in the first 3
steps to even remember their name. For those who aren't, let's start using their name
again.
Customers
don’t buy flooring, and we don’t sell flooring. Customers buy solutions to
problems they can feel emotionally. We are the conduit that helps customers
discover those emotional solutions. People
buy from people. Customers generally do business with people they like and
trust. Our customers don’t tell us that they bought from us because we are a
jerk.
Customers
can get flooring anywhere. We are not selling a rare commodity. Therefore the
decision criteria of our customers are based upon money, us and quality/value.
However, we are the secret ingredient. We have the power to
influence the perception of our customer about ourselves & Empire, the
flooring and the value.
"With great power comes
great responsibility" –
Uncle Ben (Spiderman)
Dan Thompson
Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
720-371-2000
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